Territory Management – a valuable strategy
Make the most of what you already have and where you are:
Territory Management is about working smart and mastering the productive use of time and resources to increase profitable sales and to maximize opportunities within a designated scope. Territories can be defined in many ways — by geography, industry, market segment or other specific criteria, and are comprised of both existing accounts and prospects.
What is the significant value of territory management in your business? It’s the edge that it can provide in four key areas:
- Leveraging the asset of current clients
- Maximizing opportunity potential within the territory
- Time management
- Market knowledge and awareness
First, master these questions.
To optimize Territory Management, your company and your sales reps must know the answers to these questions:
- Where has the company and rep experienced the most success with current clients?
- Who and what type of accounts constitutes an ideal prospect?
- What is the territory and competitive landscape?
- What is the strategic value or positioning of the territory, opportunities and accounts?
- What internal and external resources are available and are needed to maximize efficiency and the potential within the territory?
Once you gather this information, you’ll have a wealth of knowledge to draw on for:
- Market intelligence
- A way to assess performance
- A mechanism to track industry trends
- Establishment of a viable growth plan
For your sales reps in particular, territory management provides guidelines to set a course of action and direction and to determine how much time, energy and resources you need to cover and manage the territory profitably.
Get an edge with territory management. Optimize your potential in the marketplace with help from Rahal Consulting. Contact Joe today:
Summary
This information presents a sampling of Rahal Consulting’s philosophy and approach toward sales and business development. With extensive and successful business experience accrued over numerous engagements across multiple industries, we are poised to help business leaders prepare for the future.
Rahal Consulting seeks to initiate a dialogue with business leaders and to objectively assist in the development and implementation of growth strategies and tactics.
To initiate a more in-depth discussion and for additional information, please contact Joe:
|
Boston, MA 617-999-7262 Rahal Consulting Successfully accelerating the performance of sales organizations
|